Be Bold

posted: Friday, January 17, 2014

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As I write this, four teams are preparing for the conference championships in the NFL playoffs, and there’s one common theme I’ve heard from all four of them. The key to success in the playoffs is being bold and taking chances. The tendency, with so much on the line, is to play carefully and avoid mistakes. The problem is playing things safe often gets you beat; playing bold usually leads to big things. So what does this have to do with sales?

It’s pretty simple--don’t be afraid to take some chances and step out of your comfort zone from time to time. Every salesperson has strategies that work, we all need that “go to” play. However, just as a football team is looking for a new way to get a first down, a salesperson should always be looking for a new way to close a sale.

If you find yourself using one or two features and benefits to sell a certain product, then challenge yourself to sell the same product using a different feature and benefit. You may ask why should I do that if what I’m doing is working? The answer is because maybe you will sell more if you expand the number of features and benefits you can sell. We’ve talked numerous times about the fact that customers do not buy the same product for the same reason. If that’s the case, then doesn’t it make sense for a salesperson to be able to sell it using multiple features?

We all have our favorite closing techniques but could you close more sales if expanded your tool chest in that area as well? I’ve seen sales not get closed with one technique but get closed easily with another technique. So once again, if you are willing to step outside of your comfort zone in this area then you might close even more sales than you are now.

There are countless ways to be bold and you can find what works for you, but the bottom line is this: you can be a solid salesperson if you never take a chance or step out of your comfort zone; however you will never be great. Great salespeople, just like great teams, know when to be bold.

FINAO - Brad Huisken

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